ABSTRACT
This opening chapter bridges the gap between theory and practice by presenting a model for the attainment of desired negotiated outcomes. The negotiated resolution model (NRM) works in all aspects of negotiation but it is especially effective in high-conflict (instrumental) situations such as barricaded hostage or kidnapping events, as well as in crisis (expressive) situations such as barricaded crisis, suicide and psychopathological-related events.The NRM proposes a method for attaining a specified negotiated outcome based on the assessment (initial and continuous) of the subject’s needs, conflict behavioural patterns and state of mind in order to determine the appropriate verbal skill sets to be employed. Embedded in the model is the continuous application of the Behavioral Influence Stairway Model (BISM:Van Hasselt et al. 2008), which is used to develop and maintain a relationship and credibility between the negotiator and the subject (individual in crisis/conflict) during problem-solving and crisis intervention processes, as well as dealing effectively with emotions during crisis intervention. Also embedded in the NRM are interaction manipulation techniques aimed at reframing the situation and influencing the perspective of the subject in order to obtain the desired outcomes of the negotiator. The chapter also focuses on when and how to use conflict and crisis negotiation techniques.
